Job Description

DATE: February, 1st, 2010

JOB TITLE: V.P. COMMERCIAL & MARKETING REPORTS TO: CHIEF EXCECUTIVE OFFICER DEPARTMENT: COMMERCIALLOCATION: MANZANILLO

1. GENERAL PURPOSE OF THE POSITION:TO PLAN, EXCECUTE AND CONTROL THE COMMERCIAL AND MARKETING ACTIVITIES FOR THE COMPANY ON ITS VARIOUS PORTS AND BUSINESS CENTERS, BY ELABORATING, IMPLEMENTING AND EXCECUTING STATEGIC PLANING ACCORDING TO THE OBJECTIVES OF THE COMPANY.

2. MAIN RESPONSIBILITIES :

a) TO ELABORATE STATEGIES AND ACTION PLANS TO REACH THE COMPANY’S REVENUE AND VOLUME OBJECTIVES.

b) TO DEVELOP COMMERCIAL STATEGIES ACCORDING TO EACH PORT AND BUSINESS AREA.

c) TO ENSURE THE FULFILMENT OF TARGETED REVENUE AND MARKET SHARE.d) TO DEVELOP NEW BUSINESS OPPORTUNITIES, JOINT VENTURES AND

AGREEMENTS WITH CUSTOMERS, VENDORS AND COMPETITORS WITH THE AIM OF SECURING LONG TERM CONTRACTS.

e) TO HAVE AN ACTIVE ROLL ON CONVENTIONS AND TRADE EVENTS AS PART OF THE MARKETING PLAN.

f) TO MAINTAIN A CLOSE RELATIONSHIP WITH CUSTOMERS UNDERSTANDING THEIR PARTICULAR NEEDS AND TRANSMITTING THEM TO THE OPERATIONAL AREAS.

g) TO KEEP A CLOSE INTERACTION WITH THE OPERATIONAL AREAS IN ORDER TO REACH CUSTOMER SATISFACTION.

h) TO KEEP A CLOSE RELATIONSHIP WITH THE FINANCE AREA ASSURING THAT THE ACCOUNTS RECEIVABLE ARE WITHIN THE ESTABLISHED CREDIT TERMS (IF ANY) AND IF THEY ARE NOT, WORK TOGETHER WITH THEM IN ORDER TO KEEP COMPANY ACCOUNTS CURRENT.

i) KEEP THE RATE CATALOG UPDATED AT ALL TIMES REFLECTING EVERY SINGLE NEGOTIATION WITH CUSTOMERS AND ENSURING ACCURATE BILLING.

j) SELL, SELL, SELL.k) TO COORDINATE WITH THE SENIOR VICEPRESIDENT THE COMMERCIAL

STRATEGIES FOR THE CONTAINER TERMINAL AND NEGOTIATE NEW CONTRACTS, AS WELL AS RE-NEW EXISTING AGREEMENTS WITH CUSTOMERS.

l) DESIGN MARKETING AND NEGOTIATING STRATEGIES PER MARKET SEGMENT.m) CLOSE MONITORING OF VOLUME AND REVENUE RESULTS PER BUSINESS

SEGMENT AND CUSTOMER, IDENTIFYING DEVIATIONS AND IMPLEMENTING CORRECTIVE ACTIONS WHERE APPLICABLE.

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n) ELABORATE YEARLY BUDGETS AND MONITOR SAME PER MONTH AND QUARTER. REVENUE AND P/L ANALYSIS ARE ALWAYS TO BE CONSIDERED.

o) DEVELOP MARKETING CAMPAINGS AND IMAGE CAMPAIGNS OF SSA MEXICO THROUGH SPECIALIZED MEDIA, WEB PAGE, FLYERS, PROMOTIONAL SOUVENIERS AS WELL AS PARTICIPATING ON TRADE SHOWS AND CONVENTIONS.

p) WORK HAND BY HAND WITH CUSTOMERS, ADVISING OF THE BEST OPERATIONAL AND LOGISTICAL ALTERNATIVE THEY MAY HAVE FOR PARTICULAR OPERATIONS.

q) GET ACCURATE FEEDBACK FROM CUSTOMERS AND USE THAT FEEDBACK FOR CUSTOMER SATISFACTION ANALYSIS. TAKE CORRECTIVE MEASURES WHERE APPLICABLE WITH THE RELATED AREA.

r) ANALYIZE MARKET TRENDS AS WELL AS CLOSE MONITOR COMPETITORS IN ORDER TO ACHIEVE TARGETED MARKET SHARES PER BUSINESS SEGMENT.

s) KEEP SSA MEXICO AND SSA MARINE MANAGEMENT DULY AWARE OF NEGOTIATIONS UNDER WAY.

t) IDENTIFY NEW CUSTOMERS.u) TO NEGOTIATE AGREEMENTS AND CONTRACTS WITH CUSTOMERS, VENDORS AND

COMPETITORS, WHERE APPLICABLE.v) DETERMINE TARIFF RATES IN ACCORDANCE WITH THE MARKET AS WELL AS THE

PROFIT MARGIN DETERMINED BY SSA MEXICO’S BOARD.w) KEEP STATISTICAL DATA OF SSA MEXICO’S VOLUMES AND MARKET SHARE AS

WELL AS COMPETITORS.x) WORK CLOSELY WITH THE OPERATIONAL AREAS IN ORDER TO DETERMINE

ACCURATE COSTING OF THE OPERATIONS AS WELL AS DETERMINE OPPORTUNITY AREAS WHERE PRODUCTIVITIES COULD BE ACHIEVED THROUGH A PROPER NEGOTIATION WITH CUSTOMER. GET FEEDBACK FROM SUPERVISORS AND MONITOR THE REDUCTION OF CARGO DAMAGES IN COORDINATION WITH CUSTOMERS.

y) WORK TOGETHER WITH THE PROJECT AND FINANCE DIVISION ON NEW PROJECTS AND CAPEX ANALYSIS, PROVIDING THE NECCESARY MARKET INPUT WHERE NEEDED.

z) MONITOR ACCOUNTS RECEIVABLE AND TAKE ACTION WHEN REQUESTED.aa) IN THE CONTAINER TERMINAL, KEEP THE SYSTEM TARIFF CATALOG UPDATED FOR

BILLING PURPOSES.

3. SUBORDINATE POSITIONSCOMMERCIAL MANAGER - VERACRUZCOMMERCIAL REP – MEXICO CITYCOMMERCIAL MANAGER – MANZANILLO CUSTOMER SERVICE MANAGER - MANZANILLO

4. MAIN INTERNAL AND EXTERNAL RELATIONS OF THE POSITION.

INTERNAL PERIODICITY PURPOSE

ALL AREAS DAILY TO KEEP A CLOSE COMMUNICATION WITH ALL AREAS TO ACHIEVE THE GOALS OF SSA MEXICO

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EXTERNALCUSTOMERSAUTHORITIES (API AND OTHER GUVERNMENTAL ENTITIES).COMPETITORSVERDORSASSOCIATIONSTRADE GROUPSPUBLICITY FIRMS

5. – ORGANIZATION STRUCTURE:

6. REQUIRED KEY SKILLS

EXTROVERTIVE. CREATIVE. ANALYTICAL. MEDIATOR. LEADER. PROACTIVE. EVEN TEMPER EVEN UNDER STRESS CONDITIONS. HONEST. TRUSTFULL

7. EXPERIENCE REQUIRED

BACHELOR IN ADMINISTRATION OR SIMILAR 10 YEAR EXPERIENCE ON COMMERCIAL AND MARKETING ACTIVITIES KNOWLEDGABLE IN THE SHIPPING INDUSTRY.STRATEGIC PLANNING AND ACTION PLAN EXPER IENCEPROJECT DEVELOPMENT EXPERIENCEENGLISH AND SPANISH LANGUAGES: 100%.

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V.P. Marketing

CUSTOMER SERVICE MANAGER – MANZANILLO

COMMERCIAL REP. MEXICO

CITY

GENERAL DIRECTOR MEXICO

CUSTOMER SERVICE ASSISTANT

SENIOR VICE PRESIDENT

SSA INTERNATIONAL

COMMERCIAL MANAGER -

MANZANILLO

COMMERCIAL MANAGER - VERACRUZ

CUSTOMER SERVICE ASSISTANT

8.-AUTHORIZATIONS

IMMEDIATE CHIEF SUPERIOR IMMEDIATE CHIEF

IKER ALLISON

V.P. MarketingGene Smith

General Director

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